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December 27, 2014 at 10:56 PM
Are you tired of talking to people without any decision-making power? Wouldn’t you rather walk straight to the corner office and speak with the person who’s actually in charge? Of course you would.
So what’s the fastest way to gain entrance to the “C” suite? When you receive referral introductions from people your prospects know and trust, they (and their gatekeepers) will happily take your call.
Here are two key strategies to get you in and out with a deal in hand:
1. Dump the script. We’ve all had to make calls from a script at some point in our sales careers. State your name, explain why you’re calling and then relay a brilliantly simple benefit statement about why the prospect would want to schedule a meeting with you as soon as possible.
When you prospect this way, you’ll probably get sent to voicemail and have to leave a message, which, let’s face it, probably won’t be returned. How can you stay fresh and upbeat leaving voicemail messages all day long hoping a live person will actually pick up? My clients tell me they rarely, if ever, answer their office phones. They know it’s a pesky telemarketer calling. Their friends, colleagues and clients always call their cell phones.
In fact, one of my clients publishes his office phone as his “official” number so that it’s the one to appear on any calling lists. When you call, the recording says he doesn’t answer this phone and that you should call his cell number—if you have it. You’ll only have it if he has given it to you or if you’ve exchanged emails and seen it in his signature.
